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1. Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
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ASSIGNMENT FOR INDEPENDENT STUDY – I
Program Executive MBA
Title You Can Negotiate Anything
[ISBN: 81-7224-061-9; Jaico Publishing House]
Author Herb Cohen
Answer all questions
Question. 1. “Because so many things are negotiable it doesn’t
mean that one should negotiate all the time”. Describe a situation
where you decided (or chose) not to negotiate. Also, discuss the
basis on which you decided that the negotiation was not worthwhile.
Answer:Effective negotiationskillscanhelpyougetmore inlife,butlife alsowill bebetterif youknow
whennottonegotiate.Situation:Eventhoughwe enjoythe processimmensely,sometimeswe spend
toomuchtime andefforttryingtogetthe absolute bestdealwhenwemightbebetteroff justwalking
away or graciously accepting.
Based on the below points, we could decide that the negotiation was not worthwhile.
I. Not worth your time
II. When your leverage is super weak
III. When negotiation sends the wrong signals
Question. 2. From your work experience, describe an instance of
a business negotiation between two parties in which both carefully
executed the negotiation. Discuss how the three tightly related
variables of negotiation affected the fruitful negotiation.
Answer: The three tightly related variables of negotiation are

2. a. Power
b. Time
c. Information
Let me explain real life negotiation. In year 2008 I was handling sales for Punjab region & we had a
certain target of completing 3000 cars (Logan) by 31st march 2008. Particularly In the month march
the car industrywas notso good and I had a targetof doing350 cars inone month.I washavingone
big dealer & for completion of my target of 350
Question. 3. From your personal life, describe a situation of
negotiation between two parties in which only one of the two
parties failed to negotiate effectively. Suggest how the situation
could have been handled in a better way by the party which failed to
negotiate effectively.
Answer: I spent nearly4 hours todaytrying to read and understandsomethingabouttwo-partyand
multi-party negotiations and their differences. By the end of this piece, I felt I have gained some
insights about the negotiation process and their potential outcomes.This subject is very interesting
and hopefullyIwill findmore time toreadaboutthissubject.Ialsothinkthat mathematicianscanbe
the best negotiators given the mathematical foundation of such negotiation concepts.
There are several contrasts between two-party and multi-
Question. 4. Explain with examples the applicability of the
collaborative win-win and soviet styles of negotiations. Which style
would you prefer? Why?
Answer: In collaborative negotiation (also called constructive negotiation), the approach is to treat
the relationship as an important and valuable element.
Win-win:
The competitive approach to negotiation assumes a fixed pie, zero-sum, win-lose situation. In
collaborative negotiation, itisassumedthatthe pie canbe enlargedbyfindingthingsof valuetoboth
parties,thuscreatingawin-winsituationwherebothpartiescanleave thetablefeelingthattheyhave
gained something of value.

3. Question. 5. In the organizational context, how does the strategy
of ‘moving up’ help a negotiator? Illustrate with examples. Analyze
the applicability of such a strategy. Also, state the risks involved in
using the strategy indiscriminately.
Answer: Every organization is a hierarchy. If the preceding still doesn’t result in satisfactory action,
Move up another level. Steadily go up the ladder, stepby step until you get satisfaction. The higher
you go, the more likely you are to have your needs met.
E.g.…People who are higher you understand the general rules were never meant to cover every
specificsituation.They’re moreaware of thebigpictureandcanvisualize thefall- outthatmightresult
fromimproperhandling.Evenmore significant,theyhave greaterauthorityandgetpaidtotake some
risksand make decisions.Unlessyouenjoywastingyourtime,atanylevel trynotto negotiate witha
person who lacks authority. First ask yourself
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